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Weekend Reading

Freeing up the sales force for selling: from McKinsey Quarterly. “Most sales reps spend less than half of their time actually selling. Here’s how companies can reshape sales operations to allow them to focus on their real job.”

Indian States Comparator: from The Economist. “If Uttar Pradesh were to declare independence, it would be the world’s fifth most populous country (as the map below shows, it has about the same number of residents as Brazil). Yet its economy would only be the size of Qatar, a tiny oil-rich state of fewer than 2m people. That makes it poor on a per person basis.”

It’s all in the economy: by MJ Akbar in India Today. “[BJP President] Nitin Gadkari’s principal task over the next year will be to put together a viable economic policy for the party which the voter can assess, measure and then identify with.”

What happened to Obama? by Drew Westen. “The stories our leaders tell us matter, probably almost as much as the stories our parents tell us as children, because they orient us to what is, what could be, and what should be; to the worldviews they hold and to the values they hold sacred.”